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Kaspersky Lab is the world’s largest privately held vendor of endpoint protection solutions for large enterprises, SMBs and consumers.
Kaspersky Case Study
Kaspersky Lab is one of the fastest growing IT security vendors worldwide. Today it is firmly positioned as one of the world’s top four leading antivirus vendors* and largest privately held vendor of software security products. The company provides a wide range of products and solutions for different types of clients, with a special focus on large enterprises, alongside small and medium-sized businesses. Kaspersky required a high-performance, highly available, and a highly scalable purpose-built B2B collaboration & multi-channel communication solution. This had to facilitate sales, marketing and program automation and a broad range of community collaboration features.
Kaspersky’s corporate headquarters are located in Moscow (Russian Federation), with its holding company registered in the United Kingdom and further regional headquarters in the USA, Europe, EEMEA, Asia-Pacific and Japan. As an international group, it operates in almost 200 countries and territories globally. It has territory offices in 30 countries and its products and technologies provide protection for over 300 million users and over 250,000 corporate clients worldwide. Kaspersky has more than 80 international partner and technology OEM agreements with companies including Microsoft, IBM, Cisco, Juniper Networks, Lenovo, Netgear, Facebook, alongside many more high profile clients.
Kaspersky's Business Objectives
Kaspersky continues to rapidly advance its market position, demonstrating significant growth in all regions supported by a substantial indirect sales channel. Their indirect channel is crucial to success; therefore it was key to improve the company’s channel management capability efficiently and cost-effectively while extending Kaspersky’s competitive lead. Kaspersky recognized that existing systems were not able to facilitate this; specifically that CRM combined with mere portal offerings were incapable of meeting the increasingly sophisticated needs of their channel. They required a high-performance, highly available, and a highly scalable purpose-built B2B collaboration & multi-channel communication solution. This had to facilitate sales, marketing and program automation and a broad range of community collaboration features. These included channel partner self-profiling and self-segmentation, sales lead and opportunity collaboration, collaborative joint business planning, an environment for information and best practice sharing, training, certification and accreditation achievement automation. Equally important were reporting and analytical tools, joint-marketing program automation and community feedback solicitation tools. All of these were required to have seamless integration with Kaspersky’s existing CRM systems.
Kaspersky defined a set of high-level objectives for indirect channel enablement including but not limited to:
“Relayware provides a powerful, highly available and scalable purpose-built solution to handle all aspects of our channel collaboration and communication through a wide variety of mediums, and it integrates seamlessly with our other systems including Salesforce CRM”.
- Chris Doggett, SVP, Corporate Sales, North America for Kaspersky Lab
Kaspersky wanted to initiate the implementation for their North American markets quickly and to go live in the Summer of 2012 in order to support their aggressive business targets and the chosen technology provider would have to adhere to strict and challenging timescales.
Kaspersky’s Selection Process
Kaspersky initially engaged with Relayware and other potential providers of portal offerings in 2010 and again in 2011 sampling the market to enable them to define their technical and functional requirements before running a formal RFP process in the Fall of 2011 with a shortlist of three suppliers.
Kaspersky’s Decision to go with Relayware
This process helped them to conclude that they needed far more than a mere “partner portal”. The market remains crowded with CRM vendors and software companies offering enterprise collaboration and communication solutions but there are very few companies who take collaboration and multi-channel communication beyond the enterprise. Kaspersky concluded that Relayware stood out from the crowd due to its uniqueness on this key point.
Once commissioned Relayware’s team of experts worked with Kaspersky on the following:
Relayware designed a phased implementation schedule that enabled delivery of the complete solution by way of addressing Kaspersky’s most urgent business priorities first.
High priorities included:
The benefits that Kaspersky have enjoyed and continue to enjoy since going live in the summer of 2012 include:
Kaspersky Lab approached Relayware to provide a scalable channel collaboration and multi-channel communication platform that integrated with and extended its existing Salesforce.com implementation while supporting certain custom features. Relayware offered the capability to connect their global indirect sales channel to the internal tools, information and resources they needed such that Kaspersky Lab could deliver on the promise of providing high-impact solutions and sales benefits, enhanced intermediary offerings, whilst increasing their revenue. Direct feedback from Kaspersky is highly positive, citing Relayware as a key enabler in channel success.
* The company was rated fourth in the IDC rating Worldwide Endpoint Security Revenue by Vendor, 2011. The rating was published in the IDC report "Worldwide Endpoint Security 2012–2016 Forecast and 2011 Vendor Shares (IDC #235930, July 2012). The report ranked software vendors according to earnings from sales of endpoint security solutions in 2011.